Selling Through Social

Media

Presented by EntreQuest
Welcome

• Purpose of Today
• Survey Discussion
• Disclaimers
 Disclaimers

• Not Psychologists
• Not Social Media Experts
• Results May Vary
• We Believe In Principles Not
Techniques
What Are 2 Takeaways You
are Looking To Get Out Of
Today?
 Agenda for Today

• Evolution of an Economy
• Trust and How It Applies to Business
• Emotional Intelligence & Sales
• Linked In: How to use it and grow
your business
 Evolution Of The
Economy

Information  Attention  Trust

Experienced Based Economy, Joseph Pine II & James H. Gilmore
Harvard Business Review, July – August 1998
The Trust Model
Building Trust in Politics, Relationships
and Life, Robert Solomon and Fernando
Flores, 2001
Research Suggests

Actively Buying Now

3% 7%

30% Passively Buying Now

Know & Open To Buying

30% Now

Don't Know & Open To

Buying Now
30% Know & Not Willing To
Buy Now
Where Do We Go To

Make Decisions?
• 25 People That You
Know & Trust, They
Trust You
• Keep In Touch With
On Weekly Basis
• Recommendations
From
• Some Reason,
Season, Lifetime
• Respond to

Core 25: Tribe of

Immediately

Trust
 One Degree Away

• People You Know

+1° • Don’t Keep In

Touch With On
Weekly Basis
• Acquaintances

• 149 = The Average 1st Degree Connections From

This Audience
• Studies Have Shown The More People You Know,
The Greater Your Income
Two Degrees Away

• People You
Don’t Know

+
• People Who

1° Don’t Know You

2°
 Where Should You
Focus?
Don’t
Trust
Know
You
You
Know
8.4
Rejections You

3 Trust You
Rejections
 How To Build Your Tribe of
Trust
And Manage Relationships
1. Give Before You Get (Don’t Keep
Score)
2. Clarity of Who, Not What
3. Ask, Follow-up, or Fail

Build Trust
 What Makes A Good
Networker?
Being Socially And Self
Aware

EQ
Emotional Quotient
vs.
IQ Quotient
Intelligence
 What Is Emotional
Intelligence?

1. Self-awareness

2. Self-management
3. Social awareness
4. Relationship management
Being Socially And Self
Aware
80 Million
Users

34 Million
Users

7 Million
Users

35% - Adults in America On a Social

Networking Site
 VS.
Traditional Networking
• Handed out card without talking to the person first?
• Asked for an endorsement without knowing the person?
• Ask for a referral without knowing the person?
• Talk about yourself 100% of the time?
• Show pictures of yourself partying in your bathing suit?
• Tell them you are having a bad day?
• Tell them that you hate your boss and are ready for a
change?
• Give them ’25 things about you’?
Background On
 Tip / Fact #1:
What is ?

Wikipedia Defines it as: a business-oriented

social networking site founded in December
2002 and launched in May 2003 mainly used for
professional networking. As of February 2009, it
had more than 35 million registered users,
spanning 170 industries.
 Tip / Fact #2:
Why Should I Care?

>3
It’s a networking tool with million
users 5
• Traffic generator
• Research tool
• It’s your bio for the world to see
 Tip / Fact #3:
Types of People on LinkedIn

Average Age:41 years old

Household Income:$109,70
3* of $50,200
*vs. US Median
 Tip / Fact #4:
Decision Makers Are
on LinkedIn
69% C-Level Executives

EVP/SVP

Senior Management

16% 7% 8% Other

30.3% of users are decision make

Profile Tips
Tip / Fact #5: Make Profile
100%
 Tip / Fact #6:
Make Your Profile Public
 Tip / Fact #7:
Make Yourself Open to
InMail
 Tip / Fact #8:
Personalize Your LinkedIn
URL
 Tip / Fact #9:
Make it Easier to Connect
with You
Tip / Fact #10: Add Value

Pay attention to the

updates of your network:

• Make connections for

others
• Share opinions
• Learn what others are
doing
• See where people are
going
• Help others
 Tip / Fact #11:
See Who is Looking at You
Hint… scroll
down:
 Tip / Fact #12:
Stay Relevant and Updated

Your LinkedIn profile is your online presence /

press release
…keep it up to date with Professional and/or
Personal Info:
• New skills • New interests/affiliations
• New positions • New hobbies
• New experiences
• Volunteer work • Accomplishments/awards
 Tip / Fact #13:
Keep Your Status Updated

Tell the world what you are working on or

looking for…
 Tip / Fact #14:
Drive Traffic

We received175+ RSVPs by only using our

LinkedIn status updates to drive traffic to our
webinar for next week:

Drive traffic
to:
• News
• Events
• Webinars
 Tip / Fact #15:
DON’T Overcommunicate

• 8:28 AM - I am preparing for a sales meeting

• 8:35 AM - I am driving to a sales meeting
• 9:00 AM - I am in a sales meeting
• 9:58 AM - I am leaving a great sales meeting
• 10:00 AM - I am driving home from a sales
meeting
• 11:00 AM - I am looking for a new sales meeting
• 11:15 AM - I am preparing for another sales
meeting, etc…
Growing Your Network
 Tip / Fact #16:
Grow Your Network

Insert contacts from:

 Tip / Fact #17:
Where to Find Connections

Most people look to their co-workers for their

connections, but what about…?

• Current clients • Past clients• College connections

• Past co-workers
• Current prospects • College professors
• Current vendors • Past employers
• College roommates
• Neighbors • Past friends • Local organizations
• Fellow Committee • Local groups
Members
 Tip / Fact #18:
Leverage Your Network

First...

Learn what those in your network do

and learn how you can help.

Then…

Educate those in your network what

you do so they can help you.
LinkedIn Research
 Tip / Fact #19:
Research People

Search by:
• Name
• Company
• Industry
• Title
• School,
etc…
 Tip / Fact #20:
Research Prospects
Before you make a prospecting call, look at
your prospect’s profile:
• Do you know someone who’s connected
to them
• To what organizations and groups do they
belong
• Look at their current status; what are they
up to
• Learn about them, their organization, etc.
 Tip / Fact #21:
Research Companies
Other Areas of
LinkedIn
Tip / Fact #22:
Utilize Groups

Join Groups based on:

• Geography
• Professional Focus
• Personal Focus

Research Groups that:

• Your clients are members
• Your prospects are
members
 Tip / Fact #23:
Q & A Section

Give, Give, Give!

• Share experiences
• Help others
• Develop your personal
brand
 Tip / Fact #24:
Ask the Experts

• 35 million plus
Tap into
• Show people where your interests lie
• Create new connections
 Tip / Fact #25:
Ask / Answer Polls
 Tip / Fact #26:
Make a Recommendation

* Caveats
Tip / Fact #27: Don’t Break
the Laws of Human Nature
 Tip / Fact #28
Give Before You Get
Potential Uses of Social
Media

Recommendations, Events, Questions,

Posting Jobs, Status Updates, Screening
Potential Employees, Relationship
Management, Introductions, Providing
Answers, Polling Events, Post and Share
Status Updates,

Promote Blogs, Events, Drive Traffic To a

Website, Tweetup
 Tip / Fact #29:
BIG FINISH

1. Join our LinkedIn Group – Sales Growth

Forum

3. If you know someone who is interested,

tell them to join us for our next
presentation 4 weeks from today

5. Want more info? We have both:

• Virtual Programs
• In-house / On-site programs